“The environment. Companies have to have that high energy, a frenzy where salespeople feed off of that energy. If someone has a big sale coming in and you have to get on the phone to try to top them. You need high energy, a constant buzz. It is really important for salespeople to make sure they are in an environment like that. If you put a good salesperson in a new company where they are isolated, they are not going to like that.”
– Kaycee Whitaker, director of client services, The Novo Group, Milwaukee.“My belief is that businesses would attract and retain talent by constantly proving their belief and support for their sales team. During the interview process, most businesses fail to describe the depth of support provided for the sales team. The type of support they provide to help salespeople reach their goals is key to demonstrating that a new rep is not on their own. Create a team selling atmosphere by better defining customer support responsibilities. Account management and new business development require different relationships to be developed. Lastly, businesses need to ditch the hunter vs. farmer comparison to salespeople. Any good hunter knows the bait determines the catch. If you don’t market well and set good bait, your hunters will go hungry.”
– Jason Seymour, director of sales and marketing for AccountablIT, West Bend.
“I am always open to new and more challenging opportunities. I am open because I look to grow as a person and in my career. Sometimes the only way to grow is to leave what is familiar and take on something more challenging.”
– Leslie Stewart Jr., account executive, Ya’Heard Magazine, Milwaukee.“I went into sales because of the dynamic environment, competitive aspect and income potential. I do think there is a shortage of good salespeople. I think this is because it takes a unique blend of skills and a disciplined person. There are many people who can talk well, manage a territory well or work hard. However, not many can put it all together.”
– Michael Janusz, account manager, ACL Laboratories, West Allis.“My current position has allowed me to reach out to all aspects of running a business besides just being focused on sales.”
– Michael Becker, area sales manager, Airgas Inc., Radnor, Pa. (The company has offices in Wisconsin.)“Starting a sales career is really tough. It takes a year or more of cold calling and hitting the streets, begging for any business before you start to develop a style of your own and a list to feed you with. Most people do not make it because it looks like quick, easy money to start. It is not. Also, with more and more companies going public and answering to shareholders or boards, etc. the perks for salespeople have dropped considerably. In the first five years of my career, I had free home internet, a monthly car allowance, a monthly cell phone allowance, unlimited entertainment budget, a much higher commission rate, more attainable bonuses and much more time and freedom to develop and cultivate customers. All of these perks have slowly eroded, causing a lot of good salespeople to seek other careers where the money is more consistent and the pressure is a little less.”
– Jay Behnke, television advertising sales executive, WITI-FOX 6.
